Sales Management

<ul> <li>Part One — Strategic Planning </li> <li>Chapter 1: Introduction to Sales Management </li> <li>Chapter 2: The Sales Function and Multi-Sales Channels </li> <li>Part Two — Sales Leadership </li> <li>Chapter 3: Leadership and the Sales Executive </li> <li>Chapter 4: Ethics, the Law, and Sales Leadership </li> <li>Part Three —Analyzing Customers and Markets </li> <li>Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management </li> <li>Chapter 6: Leveraging Information Technologies </li> <li>Part Four — Designing and Developing the Sales Force </li> <li>Chapter 7: Designing and Organizing the Sales Force </li> <li>Chapter 8: Recruiting and Selecting the Right Salespeople </li> <li>Chapter 9: Training and Developing the Sales Force </li> <li>Part Five — Process Management </li> <li>Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams </li> <li>Chapter 11: Setting Goals and Managing the Sales Force’s Performance </li> <li>Chapter 12: Motivating and Rewarding Salespeople </li> <li>Part Six — Measurement, Analysis, and Knowledge Management </li> <li>Chapter 13: Turning Customer Information into Knowledge </li> <li>Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It </li> <li>Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance </li> <li>Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title:&nbsp; </li> <li>Case 1 Wellco Distributors: Considering a Diversity Program </li> </ul>